{"product_id":"getting-the-second-appointment-9780471487234","title":"Getting the Second Appointment","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003ePresents techniques for getting invited back for a second interaction with potential prospects and customers.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003ePreface xv\u003c\/p\u003e \u003cp\u003eAcknowledgments xix\u003c\/p\u003e \u003cp\u003eIntroduction xxi\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 1 Success and Your Sales Career 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Complacency Challenge 2\u003c\/p\u003e \u003cp\u003eA Word about Self-Sabotage 2\u003c\/p\u003e \u003cp\u003eTo the Importance of Overcoming Success Phobias 4\u003c\/p\u003e \u003cp\u003eTake a Deep Breath . . . 5\u003c\/p\u003e \u003cp\u003eChange the Message, Change the Results! 6\u003c\/p\u003e \u003cp\u003eMastering the Process—and Getting the Appointment! 7\u003c\/p\u003e \u003cp\u003eHere’s Our Starting Point 7\u003c\/p\u003e \u003cp\u003eKeep Your Commitments 11\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 2 Who’s Who in Your Target Organization? 13\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTarget People with Influence 14\u003c\/p\u003e \u003cp\u003eTarget People with Authority 15\u003c\/p\u003e \u003cp\u003eTarget People with the Authority to Approve 17\u003c\/p\u003e \u003cp\u003eSecond Meetings and the “Trilogy” of Your Sales Cycle 19\u003c\/p\u003e \u003cp\u003eReality Check: Your Hottest Prospect 19\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 3 Four Categories 23\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSilent Adversaries, Silent Allies 23\u003c\/p\u003e \u003cp\u003eThe Role of the Recommender 24\u003c\/p\u003e \u003cp\u003eThe Influencer’s Role 26\u003c\/p\u003e \u003cp\u003eThe Decision Maker’s Role 27\u003c\/p\u003e \u003cp\u003eThe Approver’s Role 30\u003c\/p\u003e \u003cp\u003eLock in What You’ve Learned 32\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 4 Selling Across the Enterprise 33\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePrinciple 1: Think Outside the Owner’s Manual 33\u003c\/p\u003e \u003cp\u003ePrinciple 2: Invest Your Time Intelligently 34\u003c\/p\u003e \u003cp\u003ePrinciple 3: Think Lifetime Value—By Aligning Your Sales Process to the Organization 37\u003c\/p\u003e \u003cp\u003eLock in What You’ve Learned 39\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 5 Pathways to the Right Second Appointment 41\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eExploring 42\u003c\/p\u003e \u003cp\u003eInitiating 45\u003c\/p\u003e \u003cp\u003eSponsoring 46\u003c\/p\u003e \u003cp\u003eLeveraging 48\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 6 Building a Foundation 53\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eVisualization 53\u003c\/p\u003e \u003cp\u003eThe Ultimate Sales TIP 55\u003c\/p\u003e \u003cp\u003eTIP Step One 56\u003c\/p\u003e \u003cp\u003eTIP Step Two 57\u003c\/p\u003e \u003cp\u003eA TIP Example 57\u003c\/p\u003e \u003cp\u003eDon’t Leave Home (or Your Office) Without It 57\u003c\/p\u003e \u003cp\u003eLock in What You’ve Learned 60\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 7 Putting It All Together 61\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat We Know for Sure 61\u003c\/p\u003e \u003cp\u003eDefining the Sales Process 62\u003c\/p\u003e \u003cp\u003eYour Constant Improvement Campaign (CIC) 64\u003c\/p\u003e \u003cp\u003eA Thing of Beauty 66\u003c\/p\u003e \u003cp\u003eTime to Revenue 66\u003c\/p\u003e \u003cp\u003eManaging Your Process, Not Your Time 67\u003c\/p\u003e \u003cp\u003ePriority One: Revenue Activity 68\u003c\/p\u003e \u003cp\u003ePriority Two: Conversion Activity 69\u003c\/p\u003e \u003cp\u003ePriority Three: Sponsorship Activity 70\u003c\/p\u003e \u003cp\u003eLock in What You’ve Learned 72\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 8 The Five Deadly Sins of Appointment Setting 73\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSin Number One: Talking, Not Speaking 73\u003c\/p\u003e \u003cp\u003eSin Number Two: Using Bad Language 75\u003c\/p\u003e \u003cp\u003eSin Number Three: Monopolizing the Conversation 77\u003c\/p\u003e \u003cp\u003eSin Number Four: Stretching the Truth 80\u003c\/p\u003e \u003cp\u003eSin Number Five: Being a Space Invader 81\u003c\/p\u003e \u003cp\u003eLock in What You’ve Learned 83\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 9 Points of Entry 85\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eInteracting with the Recommender 86\u003c\/p\u003e \u003cp\u003eWhen Posing Questions to a Recommender 87\u003c\/p\u003e \u003cp\u003eInteracting with the Influencer 88\u003c\/p\u003e \u003cp\u003eKey Winning Results for the Influencer 89\u003c\/p\u003e \u003cp\u003eWhen Posing Questions to an Influencer 90\u003c\/p\u003e \u003cp\u003eInteracting with the Decision Maker 92\u003c\/p\u003e \u003cp\u003eWhen Posing Questions to a Decision Maker 93\u003c\/p\u003e \u003cp\u003eInteracting with the Approver 96\u003c\/p\u003e \u003cp\u003eWhen Posing Questions to an Approver 99\u003c\/p\u003e \u003cp\u003eThe Best Call You Can Make 100\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 10 10 Principles for Delivering More\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSecond Appointments 103\u003c\/p\u003e \u003cp\u003eA True Story about Effective Targeting on the First Appointment 107\u003c\/p\u003e \u003cp\u003eAnother True Story about Effective Targeting on the First Appointment 108\u003c\/p\u003e \u003cp\u003eGo Beyond Your Comfort Zone 109\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 11 Three Strategies to Appointment Success 113\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eKey #1: Establishing Your Target and Building\u003c\/p\u003e \u003cp\u003eCredibility before Your First Appointment 114\u003c\/p\u003e \u003cp\u003eKey #2: Know How to Build Rapport with\u003c\/p\u003e \u003cp\u003eYour Prospect 118\u003c\/p\u003e \u003cp\u003eKey #3: Determining Your Contact’s Criteria for Evaluating Your Message 125\u003c\/p\u003e \u003cp\u003eMatching the Criteria 131\u003c\/p\u003e \u003cp\u003eLock in What You’ve Learned 132\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 12 Your Appointment Agendas 133\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFunctions 135\u003c\/p\u003e \u003cp\u003eFeatures 135\u003c\/p\u003e \u003cp\u003eAdvantages 136\u003c\/p\u003e \u003cp\u003eBenefits 136\u003c\/p\u003e \u003cp\u003eWhat’s Next? 137\u003c\/p\u003e \u003cp\u003eFirst-Appointment Issues for the Recommender 137\u003c\/p\u003e \u003cp\u003eFirst-Appointment Issues for the Influencer 138\u003c\/p\u003e \u003cp\u003eFirst-Appointment Issues for the Decision Maker and the Approver 140\u003c\/p\u003e \u003cp\u003eYour Appointment Matrix 144\u003c\/p\u003e \u003cp\u003eLock in What You’ve Learned 145\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 13 Your Four Goals for the First Meeting 147\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTell ’Em, Sell ’Em 147\u003c\/p\u003e \u003cp\u003eWhat Should You Try to Accomplish during the First Appointment? 148\u003c\/p\u003e \u003cp\u003eEntrances and Exits 148\u003c\/p\u003e \u003cp\u003eDo Logo Gifts Really Deliver Customers? Two True Stories 152\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 14 Presenting Your Ideas with Conviction 155\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eYour Convictions Must Be Convincing 158\u003c\/p\u003e \u003cp\u003eEight Habits of Highly Committed Salespeople 159\u003c\/p\u003e \u003cp\u003eDon’t Get Carried Away by Your Confidence (A True Story) 161\u003c\/p\u003e \u003cp\u003ePatience Is a (Sales) Virtue! 162\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 15 Going Past the Sale 165\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePlay It Cool with Recommenders 165\u003c\/p\u003e \u003cp\u003ePlay It Cool with Influencers 166\u003c\/p\u003e \u003cp\u003ePlay It Cool with Decision Makers 167\u003c\/p\u003e \u003cp\u003ePlay It Cool with Approvers 168\u003c\/p\u003e \u003cp\u003eNow, You Give It a Try 170\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 16 Needs and Wants 173\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eQuestions to Ask Yourself 173\u003c\/p\u003e \u003cp\u003eStudying Needs 175\u003c\/p\u003e \u003cp\u003eUncovering Needs with the Approver (Typically a\u003c\/p\u003e \u003cp\u003eDriver Personality) 175\u003c\/p\u003e \u003cp\u003eUncovering Needs with the Decision Maker (Typically an Expressive Personality) 176\u003c\/p\u003e \u003cp\u003eUncovering Needs with the Influencer (Typically an Analytic Personality) 177\u003c\/p\u003e \u003cp\u003eUncovering Needs with the Recommender (Often an Amiable Personality) 178\u003c\/p\u003e \u003cp\u003eWhat Happens Next? 179\u003c\/p\u003e \u003cp\u003eMind the GAP 180\u003c\/p\u003e \u003cp\u003eWhat Else Goes with the GAP Analysis? 183\u003c\/p\u003e \u003cp\u003eLock in What You’ve Learned 183\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 17 The Rules of Correspondence 185\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eRecommender: Write from Functions to Features 186\u003c\/p\u003e \u003cp\u003eInfluencer: Write from Features to Functions 187\u003c\/p\u003e \u003cp\u003eDecision Maker: Write from Advantages to Benefits 189\u003c\/p\u003e \u003cp\u003eApprover: Write from Benefits to Advantages 190\u003c\/p\u003e \u003cp\u003ePutting Postage on Your Correspondence 192\u003c\/p\u003e \u003cp\u003eLock In What You’ve Learned 192\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 18 Keys to Telephone Success 195\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eGeneral Observations 195\u003c\/p\u003e \u003cp\u003eLock In What You’ve Learned 203\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 19 The First Appointment—Tactical\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eApproaches 205\u003c\/p\u003e \u003cp\u003eReality Check 205\u003c\/p\u003e \u003cp\u003eWhat to Say 207\u003c\/p\u003e \u003cp\u003eDo You See What’s Happening Here? 208\u003c\/p\u003e \u003cp\u003eWhat If the Approver Picks up the Phone? 209\u003c\/p\u003e \u003cp\u003eIf You Get Dumped into Voice Mail 210\u003c\/p\u003e \u003cp\u003eThe Squeeze Play 211\u003c\/p\u003e \u003cp\u003eThe Third-Party Introduction 212\u003c\/p\u003e \u003cp\u003e“Tactical Air Support” from Your CEO, President, or Owner 214\u003c\/p\u003e \u003cp\u003eLock In What You’ve Learned 215\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 20 Action Items—Windows on the Second\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAppointment 217\u003c\/p\u003e \u003cp\u003eAction Items for Recommenders 218\u003c\/p\u003e \u003cp\u003eAction Items for Influencers 218\u003c\/p\u003e \u003cp\u003eAction Items for Decision Makers 219\u003c\/p\u003e \u003cp\u003eAction Items for Approvers 219\u003c\/p\u003e \u003cp\u003ePractice Makes Patience 221\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 21 The 10 Powers 225\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAre You Ready? 226\u003c\/p\u003e \u003cp\u003eThe 10 Power Steps 229\u003c\/p\u003e \u003cp\u003eLock In What You’ve Learned 238\u003c\/p\u003e \u003cp\u003eIndex 239\u003c\/p\u003e \u003cp\u003eA Special Offer 245\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49402609434967,"sku":"9780471487234","price":10.35,"currency_code":"GBP","in_stock":false}],"url":"https:\/\/bookcurl.com\/products\/getting-the-second-appointment-9780471487234","provider":"Book Curl","version":"1.0","type":"link"}